Ep. 142 – Sale Deconstructed: Initial Consultation Approach, Part 2

SIBP-Blog-NEW-5When you’re billing by the hour, every moment you spend talking with a potential client matters. That’s one reason why those hour-long initial consultations can be so frustrating, particularly when they don’t result in a sale. Is there an alternative? Have you been doing it wrong this whole time?

In this episode, host and business coach Tom Ryan continues his seven-point plan to make the most out of an initial consultation. As always, Tom is joined by co-host and producer Jason Pyles.

• Show opening, and thoughts on New Year’s Eve

• The “Resolution Effect”

• Recap of Part 1

• The 7 steps for a great initial consultation, continued:

5. Explain how you work: Describe your business in a compelling way that makes them both interested and want to be involved.
(Refer to the Business Power Pitch series for some great tips.)

6. Qualify the prospect: Ask probing questions to find if they are looking for a low-cost provider or a value provider, and if their needs match your services. (This is an important stage for setting price expectations.)

7. “How does this sound?”: Does it makes sense to both parties to move forward? Only invest more time (quotes, samples, further conversation and meetings) if it does.

• Sign off, and ways to contact the show

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